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商務(wù)師考試指導:商務(wù)合同結(jié)構(gòu)

來源:育路國際商務(wù)師考試發(fā)布時間:2008-06-18 09:24:18

一般來說,合同由前言(Preamble)、正文(Main Body)和結(jié)尾(Final Clauses)三個主要部分組成。

1. 前言(Preamble)
前言即合同總則,其主要內(nèi)容有:具有法人資格的當事人的名稱(字號)或姓名、國籍、業(yè)務(wù)范圍、法定住址、合同簽訂日期和地點,就感興趣問題的約因,愿意達成協(xié)議的原則及授權(quán)范圍。
注意——
1) 合同當事人:可以超過兩人,人數(shù)沒有法律限定;當事人的名稱應(yīng)使用全稱,以表示法律身份。
2) 法定地址:應(yīng)是固定的,而不是臨時的,亦不是下屬分公司的。
3) 簽訂日期:應(yīng)為合同生效時間。
4) 簽訂地點:如果合同的當事人不在同一地點簽約,亦可不必注明簽字地點。

例1 (最標準詳細的前言)
GENERAL AGENCY AGREEMENT
General Principles
《 THE AGREEMENT dated the ______________ of ______________ is made BETWEEN:—
________________, a company incorporated under the laws of _____________, and having its registered address at _____________ (hereinafter called the “Principal”) and____________, a company incorporated under the laws of ____________, and having its registered office at __________ (hereinafter called the “General Agent”).
WHEREAS:—
The Principal is desirous of acquiring from_____________ Co., Ltd., (hereinafter called the “Seller”) the SGI Technology (hereinafter called the “SGI Technology”).
The Principal and the General Agent have agreed that the General Agent shall be appointed as the Principal’s sole exclusive Agent to negotiate, on behalf of the Principal, with the seller the price and other terms and conditions for, and all other matters connected with, the acquisition of the Technology by the Principal, subject to the terms and upon the conditions hereinafter set forth.》(Recitals: Recitals are one tool used for drafting contracts. They are the paragraphs at the beginning of the contract before words such as “the parties agree as follows,” and often start with a fancy “Whereas.” You can use recitals to summarize the agreement or to provide background information related to the deal. Recitals are not a mandatory part of any contract, and some contracts skip them entirely. But they can be useful as a touchy-feely description to do in the contract and can assist outsiders who are trying to understand the contract, after “the parties agree as follows.” So don’t put any important contract terms in the recitals unless you clearly repeat them in the body of the contract.)<陳述事實部分,叫Recitals。有的合同把這部分簡化了,甚至可以說是刪除了。如下面的例2、3>
NOW IT IS HEREBY AGREED as follows:

總代理協(xié)議書
總則
本協(xié)議書于20_____年______月______日由下列雙方共同簽訂:
根據(jù)_____________法律登記注冊的_______________公司,其地址________________(以下稱“委托人”),與根據(jù)_______________法律登記注冊的______________有限公司,其地址__________________________(以下稱“總代理人”)。
鑒于:
委托人欲從____________________有限公司(以下稱“賣方”)引進SGI技術(shù)(以下稱“SGI”技術(shù))。
委托人和總代理人雙方同意,由委托人指定的總代理人系獨家全權(quán)代表,委托人授權(quán)其代表可根據(jù)本協(xié)議所列的條款和條件,與賣方洽談引進技術(shù)的價格及其他有關(guān)事項。
茲同意下列條款:

例2
COMMERCIAL CONTRACT
No.: ______________
Date: _____________
The Buyer: _________________________________________________________________
Cable Address: _______________________________ Telex: _______________________
The Seller: _________________________________________________________________
Cable Address: _______________________________ Telex: _______________________
This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the undermentioned commodity according to the terms and conditions stated below:
商業(yè)合同
合同號: ______________
日期: ________________
買方: ______________________________________________________________________
電報: _______________________________ 電傳: ________________________
賣方: ______________________________________________________________________
電報: _______________________________ 電傳: _______________________
按本合同條款,買方同意購入、賣方同意出售下述貨品,謹此簽約。
例3
Contract No. :
Date:
Place: Beijing, China
Seller: China National Cereals, Oils & Foodstuffs Import & Export Corporation
Address: No. _____________, ____________ St., Beijing, China
Country of Corporation: the People’s Republic of China
Telex:
Fax:
Postcode:
E-mail:
Buyer: US Native Products, Inc.
Address: Los Angeles, CA, USA
Country of Corporation: the United States of America
Telex:
Fax:
Zip Code:
E-mail:
合同號碼:
簽約日期:
簽約地點: 中國北京
賣方: 中國糧食進出口總公司
地址: 中國北京 _________________________ 街____________________ 號
公司屬國: 中華人民共和國
電傳:
傳真:
郵編:
電子信箱:
買方: 美國土產(chǎn)品公司
地址: 美國加州洛杉磯
公司屬國: 美利堅合眾國
電傳:
傳真:
郵編:
電子信箱:

2. 正文(Main Body)
正文是合同或協(xié)議的主體,由法律條款所組成,明確規(guī)定當事人各方的權(quán)利、義務(wù)、責任和風險等。由各類實質(zhì)性的條款組成。以下為精選后列舉的常用條款的實例:
(1)合同貨物或稱合同內(nèi)容
這是合同的核心。起草者應(yīng)該對貨物名稱、質(zhì)量、標準、規(guī)格、數(shù)量、交貨日期和地點在合同內(nèi)寫得確切無誤。其中,質(zhì)量和數(shù)量是合同的最重要條款。
例1
Unit Price (per carton of 48 cans each)
Quantity FOB shanghai net CFR London net
Items (M/T) in US dollars in US Dollars
___________________________________________________________________________
Tips & Cuts 10 13.00 15.00
Center Cuts 15 12.00 14.00
End Cuts 20 10.00 12.50
Remarks:
Packing: Standard export cardboard cartons
Shipment: Total quantity to be shipped during May, 20…
Payment: By irrevocable letter of credit opened in our favor two weeks before shipment and drawn at sight.
單價 (每箱內(nèi)裝48罐)
數(shù)量 FOB 上海凈價 CFR 倫敦凈價
品名 (公噸) 美元 美元
___________________________________________________________________________
帶尖段裝 10 13.00 15.00
無尖段裝 15 12.00 14.00
段裝 20 10.00 12.50
備注:
包裝:標準出口紙板箱裝
交貨期:20X X年5月全部交運
付款方式:交貨前兩周開出以我方為抬頭的即期的不可撤銷的信用證
例2
Pursuant to the Buyer’s Purchase Order, the Seller agrees to supply the Buyer with the goods, and the names, types, serial numbers, quantity and unit price of the goods as stipulated in the annex to this contract. The annex shall form an integral part of the contract.
根據(jù)買方購貨單,賣方同意按合同附件所列貨物的名稱、型號、數(shù)量、單價的規(guī)定,向買方予以提供。該附件是本合同不可分割的組成部分。
(2)合同價格
在國際貿(mào)易中,當事人應(yīng)注意價格術(shù)語的選用。現(xiàn)今使用最廣泛的是FOB,CIF和CFR三種術(shù)語。此外,當事人應(yīng)確定商品計量單位的價格、貨幣、運費(海/空運費、內(nèi)陸運費)、裝卸費、倉儲費、關(guān)稅、手續(xù)費及培訓費等由誰承擔和風險劃分。技術(shù)轉(zhuǎn)讓補償貿(mào)易中,當事人還應(yīng)訂明設(shè)計費、試驗費、專門技能費等等。
例1
Total Value Carrier air condition equipment (names, specifications, quantities, unit prices & origins as per attachment No. 1 to the Contract) totaling US $2,500,000.00 (Say US Two Million Five Hundred Thousand Dollars only) CIF Shanghai or place designated by the Buyer.
總值250萬美元整的“開利”空調(diào)設(shè)備(名稱、規(guī)格、數(shù)量、單價、產(chǎn)地詳見本合同附件一)CIF上�;蛸I方指定地點。
(3)支付方式
國際貿(mào)易中的支付,為了安全起見,往往必須有銀行介入。支付金額即合同規(guī)定的總金額。但在履行合同過程中,按照合同支付條款規(guī)定,可采用匯付、托收、信用證、銀行保證書、分期付款、延期付款、國際保理方式等等。
例1
Terms of Payment
L/C shall be opened within 30 days by the buyer before shipment, the seller will remit the real value differences of buying and selling to the buyer after shipment.
If the buyer makes out the bill and settles accounts of foreign currency, the buyer shall remit the total value to the seller according to the invoice/receipt value opened.
付款條件
由買方或買方客戶于裝運期前30天內(nèi)將有關(guān)信用證開給賣方,裝運后由賣方將購銷實際差價匯給買方。
若由買方辦理制單結(jié)匯,由買方憑賣方開具的發(fā)票/收據(jù)將貨款匯給賣方。
例2
Payment by collection
Any delivery, the seller shall send through the Seller’s Bank a draft on the Buyer together with the shipping documents to the Buyer through the Buyer’s Bank for collection.
托收付款
貨物裝運后,賣方應(yīng)將以買方為付款人的匯票連同本合同的各種裝運單據(jù),通過賣方銀行寄給買方銀行轉(zhuǎn)交買方,并托收貨款。

(4)包裝和運輸標志
國際貿(mào)易中,絕大多數(shù)的商品需要包裝,以利于保護、儲存、保管和運輸。特別是電子儀器設(shè)備、零配件等等。在合同中應(yīng)規(guī)定包裝條款和包裝標志。
例1
Shipping Mark:
On the surface of each package, the package number, measurements, gross weight, net weight, warnings such as, “DO NOT STACK UP SIDE DOWN”, “HANDLE WITH CARE”, “KEEP AWAY FROM MOISTURE” and the following shipping marks shall be stenciled legible in fadeless paint:
嘜頭:
賣方應(yīng)在每件包裝上,用不褪色的墨清楚地標刷件號、尺碼、毛重、凈重、“此端面向上”、“小心輕放”、“切勿受潮”等字樣,并刷有下列嘜頭:
(5)檢驗、試航、驗收
在國際貨物買賣中,買方收到貨物不等于買方接受貨物�!笆盏健焙汀敖邮堋笔莾蓚不同的概念。商檢應(yīng)包括對商品的質(zhì)量、數(shù)量等的檢驗。但在大型成套設(shè)備、船舶等談判和簽約中往往把商檢、試航、驗收、保證質(zhì)量和保證期聯(lián)系在一起,明確所有權(quán)轉(zhuǎn)移的條件、時間、地點及風險等。
例1
Inspection: It is mutually agreed that the Inspection Certificate of Quality/Quantity/Weight issued by the China Commodity Inspection Bureau shall be taken as final basis of delivery and binding upon both parties.
商品檢驗:雙方同意以中國商品檢驗局所簽發(fā)的品質(zhì)/數(shù)量/重量檢驗證作為交貨的最后依據(jù)并對雙方具有約束力。

(6)質(zhì)量保證
《國際貨物銷售合同公約》規(guī)定“賣方交付的貨物必須與合同規(guī)定的數(shù)量、質(zhì)量和規(guī)格相符。”《產(chǎn)品責任法》規(guī)定賣方不僅要對違約所造成的直接性經(jīng)濟損失負責,而且要對可能由此而引起的人身傷害和財產(chǎn)損失負責。
In case defects in the ship body or equipment are found by Party A within twelve months after delivery, and the defects are caused by bad materials, bad technology, or bad machinery used by Party B, and when the inspection report by the Ship Inspection Bureau of the P.R.C. is obtained, Party B shall send engineers to inspect the defects after receiving the Party A’s notice. Party B shall be obliged to make all repairs without charge in case of Party B’s negligence.
本船從移交之日起12個月內(nèi)如果甲方發(fā)現(xiàn)由于乙方使用材料、工藝不良、機械不良原因而產(chǎn)生船體或設(shè)備上的缺陷,并取得中華人民共和國船舶檢驗局的證明,應(yīng)通知乙方。乙方可派人檢驗,如果屬乙方責任,乙方負責免費修復所有缺陷。
(7)交貨與裝運
交貨日期應(yīng)明確。裝運條款應(yīng)注明船名、裝運口岸、目的港及預(yù)計到達時間,是否允許轉(zhuǎn)船和分裝等。
例1
Port of Shipment & Destination
Port of Shipment: Shanghai, China
Destination: New York, USA
裝運港與目的地
裝運港:中國,上海
目的地:美國,紐約
(8)保險
例1
Under the term of CIF, the insurance shall be effected by the Sellers for 110% of the invoice value. Under the term of FOB, the insurance shall be covered by the buyers after shipment.
在CIF條件下,保險應(yīng)由賣方辦理,投保比率為發(fā)票金額的110%。在FOB條件下,保險應(yīng)在裝船后由買方辦理。
(9)保密
凡具有保密的技術(shù)轉(zhuǎn)讓和高科技的產(chǎn)品,合同中應(yīng)訂明保密條款。
例1
Both Sides shall have the responsibility to keep this Contract confidential and no one shall be allowed to release any part of this Contract to a third country without the consent of the other Side. The _______________ Side shall guarantee that no product and/or information under this Contract shall be transferred to a third country.
當事人雙方應(yīng)有義務(wù)對本合同保密,未經(jīng)允許不得將本合同的內(nèi)容泄露給第三國家。_______________方保證不向別國轉(zhuǎn)讓本合同規(guī)定的產(chǎn)品和資料。
(10)不可抗力
不可抗力條款,也稱意外條款,是國際經(jīng)濟合同中普遍采用的一項除外條款,或稱免責條款。
不可抗力條款通常包括:1)確定不可抗力事故的范圍,對此合同雙方應(yīng)取得共識,在條款寫作時,應(yīng)明確具體,防止含糊其詞,以免日后發(fā)生分歧。2)不可抗力所造成的后果,通常有兩種情況:合同無法繼續(xù)執(zhí)行,終止合同;合同仍可繼續(xù)執(zhí)行,但需要延長履行合同期限。
例1
Any event or circumstance beyond the control of the Parties to the Contract shall be deemed an event of Force Majeure and shall include, but not restricted to, fire, storm, flood, earthquake, explosion, war, rebellion, insurrection, epidemic and quarantine restriction. If, due to an event of Force Majeure, either Party is prevented from performing any of its obligations under this Contract, the time for performance under this Contract shall be extended by a period equal to the period of delay caused by such Force Majeure.
雙方如遭遇無法控制的事件或情況應(yīng)是視為不可抗力事件,但不限于火災(zāi)、風災(zāi)、水災(zāi)、地震、爆炸、戰(zhàn)爭、叛亂、暴亂、傳染病及瘟疫。如遭遇不可抗力事件的一方導致另一方不能履行合同規(guī)定的義務(wù)時,應(yīng)將履行合同的時間延長,所延長時間應(yīng)與不可抗力事件所延誤的時間相等。
(11)索賠和仲裁
在國際貿(mào)易中,一旦發(fā)現(xiàn)貨物受損,當事人應(yīng)根據(jù)受損的實際情況及在合同規(guī)定的范圍,按照國際慣例提出索賠。當事人通過友好協(xié)商不能解決的索賠,應(yīng)提交仲裁機構(gòu)解決。
例1
Should any dispute arise between the contraction parties, it shall be settled through friendly negotiations. But if there is no agreement to be reached, the disputes arising out of the execution or performance of this contract shall be submitted by the parties for arbitration. Arbitration shall be conducted by China International Economic and Trade Arbitration Commission in Beijing in accordance with its procedure rule. The award given by the Arbitration Commission shall be final and binding upon both parties. The fees for arbitration shall be borne by the losing party.
合同各方發(fā)生爭議的,應(yīng)通過友好協(xié)商解決。達不成協(xié)議的,應(yīng)由合同方將執(zhí)行合同當中發(fā)生的爭議提交仲裁解決。仲裁應(yīng)由中國國際經(jīng)濟貿(mào)易仲裁委員會在北京依照其仲裁規(guī)則進行。仲裁委員會的裁決為終局性的,對雙方生效。仲裁費用應(yīng)由敗訴方承擔。

3. 結(jié)尾(Final Clauses)
合同的結(jié)尾亦稱合同的最后條款,其主要內(nèi)容包括合同生效、合同使用文字、補充條文及額外協(xié)議等。
例1
This Contract is made out in two original, each copy written in Chinese and English languages, both text being valid. In case of any divergence of interpretation, the Chinese text shall prevail.
本合同正文一式兩份,分別以中文和英文書寫,兩種文本具有同等效力。若對其解釋產(chǎn)生異議,則以中文文本為準。
例2
Any additional agreements and/or amendments to this Contract shall be valid only after the authorized representatives of both parties have signed written document (s), forming integral part (s) of this Contract.
本合同的任何額外協(xié)議和/或修改,只有在雙方授權(quán)代表在書面文件上簽字后才能生效,并成為本合同不可分割的組成部分。

4. 總結(jié)——合同的內(nèi)容 (Contents of Contract)
名稱 (Title):合同應(yīng)有名稱,表明合同的性質(zhì)和貿(mào)易方式,如國際貿(mào)易中的銷售合同、補償貿(mào)易合同等。
總則 (General Principle):合同簽訂日期、地點、當事人和約因。
商品品名 (Name of Commodity):商品的品名應(yīng)采用國際上的通稱,以便于計算關(guān)稅和運價。
質(zhì)量 (Quality):合同中應(yīng)列明商品的規(guī)格及其質(zhì)量。
數(shù)量 (Quantity):合同中應(yīng)注明數(shù)量的計算單位 (cartons, case, set, piece, etc.)和交貨總 量。
價格 (Price):價格是至關(guān)重要的,應(yīng)注明單價,計價的硬通貨和總值。
包裝 (Packing):包裝應(yīng)注明內(nèi)包裝和外包裝的容量、尺碼、重量和嘜頭。
交貨 (Shipment&Delivery):要按《國際貿(mào)易術(shù)語解釋通則》注明交貨和提貨的港口或地點,如FOB shanghai , CIF New York, CFR Vancouver等。
付款 (Terms of Payment):合同中應(yīng)明確規(guī)定付款方式,如T/T,L/C,D/P,D/A等,及付款的貨幣和日期。
保險 (Insurance):保險條款中應(yīng)訂明投保人 (insurer)、險別 (coverage)、保險金額等。
檢驗 (Inspection):合同中應(yīng)規(guī)定檢驗標準、方法及費用。
索賠 (Claim):合同中應(yīng)訂明索賠的原則、期限和雙方認可的索賠報告或證明文件。
違約 (Breach):合同中應(yīng)規(guī)定違法,毀約 (rescission)的因由、賠償及債務(wù)債權(quán)的責任。
仲裁 (Arbitration):合同中明確規(guī)定仲裁范圍、地點、仲裁委員會、仲裁人的選定、仲裁費等。
不可抗力 (Force Majeure):指人類無法控制的以外事件,包括天災(zāi)和人禍,如閃電、風暴、水災(zāi)、戰(zhàn)爭、罷工等。
專利 (Patent):若產(chǎn)品已有專利,要明確規(guī)定專利范圍及責任。
保密 (Confidential):若合同屬于保密,應(yīng)規(guī)定保密項目、范圍和措施。
培訓 (Training):若有培訓計劃,應(yīng)訂明培訓項目、期限、人次、費用等。
適用法律 (Applicable Laws):若應(yīng)遵循有關(guān)法規(guī)和條令,應(yīng)在合同中訂明,以便解決糾紛和爭議。
其他 (Miscellaneous):凡合同中尚未訂明的條款或事項,如合同的修改和展延,拒絕行賄受賄、產(chǎn)品的特殊關(guān)稅等等條款都應(yīng)列明。
 結(jié)尾 (Witness):合法應(yīng)經(jīng)法人簽字,根據(jù)需要加蓋公章,方能生效。

5. 合同的分類(Classification of Contract)
按貿(mào)易方式的性質(zhì)和內(nèi)容的不同可將合同分類:
1) 銷售或購貨合同 (Sales or Purchase Contract)
這類合同俗稱買賣合同。由生產(chǎn)國直接出口,消費國直接進口,單進單出逐筆成交的貿(mào)易方式稱逐筆售定。在進行這種貿(mào)易時,原則上應(yīng)訂立書面合同,明確規(guī)定各項條款。
2) 技術(shù)轉(zhuǎn)讓合同 (Contract for Technology Transfer)
以引進專利或轉(zhuǎn)讓專利申請權(quán)、專有技術(shù)和秘密、商標和許可證等為對象的貿(mào)易,其使用的合同有技術(shù)轉(zhuǎn)讓、技術(shù)咨詢服務(wù)和許可證貿(mào)易合同。這類合同內(nèi)容煩瑣,專業(yè)性強,涉及面廣,有效期限較長。
3) 合資或合營合同 (Contract for Joint Venture or Joint Production)
投資當事人按一定的法律和法規(guī)建立的合資經(jīng)營企業(yè)、合作經(jīng)營企業(yè)、合作開采自然資源,其特點是共同投資、共同經(jīng)營、共同管理、合作開采、共負盈虧、共擔風險。這類貿(mào)易方式的合同內(nèi)容復雜,涉及諸方面的法律,如合資經(jīng)營企業(yè)法律、法規(guī),并涉及土地、資源、工業(yè)、設(shè)施、稅收、外匯、技術(shù)引進、專利轉(zhuǎn)讓、許可證、勞動等的法令和政策。
4) 補償貿(mào)易合同 (Contract for Compensation Trade)
國際貿(mào)易中一方從另一方引進設(shè)備、技術(shù)或原料,不支付現(xiàn)匯,而是在約定期限內(nèi)以引進設(shè)備制造的產(chǎn)品或企業(yè)所獲利益予以補償,稱補償貿(mào)易方式。這種貿(mào)易方式所適用的合同有易貨 (Barter:兩國間不使用貨幣的商品交換,其特點是進口和出口相結(jié)合,換貨的總金額相等,不需用外匯支付,現(xiàn)代國際貿(mào)易中已很少使用)和補償貿(mào)易合同。
5) 國際工程承包合同 (Contract for International Engineering Projects)
一般來說,按事先規(guī)定的章程和交易條件采用公開競爭的方式——招標——進行交易,稱公開競爭貿(mào)易方式 (Open Competitive Trade Form)。這種貿(mào)易方式所使用的合同有招標 (Tender) 合同和商品交易所 (Commodity Exchange) 成交合同。中標后,簽訂國際承包合同。由于這類合同的國際性,其內(nèi)容十分復雜,技術(shù)性強,風險又大,承包商和業(yè)主(發(fā)包人)要遵循不同國家的法律、法規(guī)和政策,在操作過程中務(wù)必十分謹慎。
6) 代理協(xié)議 (Agency Agreement)
國際貿(mào)易中利用中間商 (broker) 搜集信息、刊登廣告、尋求客戶、招攬訂單、推銷產(chǎn)品、開拓市場,或開展售后服務(wù),中間商收取傭金的方式稱為居間貿(mào)易方式 (Trade Form of Brokerage)。這種貿(mào)易方式所適用的契約有經(jīng)銷、寄售、代理等。代理在法律上指一人授權(quán)另一人代理行動的關(guān)系。前者叫委托人 (Principal),后者叫代理人 (Agent)。兩者簽訂的代理協(xié)議應(yīng)從法律上明確各自的權(quán)利和義務(wù)。
7) 來料加工合同 (Processing Trade Contract)
承攬貿(mào)易方式是指來料加工、來件裝配、來樣加工裝配,亦稱加工貿(mào)易。這種承攬貿(mào)易方式所適用的契約有來料裝配合同和來料加工合同。
8) 多種貿(mào)易方式相結(jié)合的合同 (Contract with Different Trade Forms)
經(jīng)濟全球化是信息技術(shù)和知識經(jīng)濟發(fā)展的必然結(jié)果。伴隨著經(jīng)濟全球化的澎湃浪潮,跨國公司迅速發(fā)展,國際資本流動規(guī)�?涨埃鹑谌蚧倪M程明顯加快,在這種新的形勢下,國際合作項目越來越多,傳統(tǒng)的貿(mào)易方式已遠不能滿足多方合作的需要,故在國際間普遍采用多種貿(mào)易方式相結(jié)合的方式進行合作。因而,如何綜合應(yīng)用多種貿(mào)易方式是當前非常迫切需要研究的課題。例如,利用國際投資、信貸、租賃,來引進技術(shù),進口設(shè)備,或進件裝配、產(chǎn)品返銷、償還貸款這類多種經(jīng)濟合作方式。這些貿(mào)易方式相結(jié)合的合同應(yīng)包括:
涉外信貸合同 (Contract for Credits and Loans)
國際BOT投資合同 (Contract for International Build-Operate-Transfer)
國際租賃合同 (Contract for International Leasing Affairs).
此外,涉外合同還有國際運輸合同、聘請雇員合同、保險合同等。

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